By:Eric,Jon,Cheyenne,Angel,andAlex 4/25/2012 Whatisit?
Negotiation-itistheprocessofmakingjointdecisionswhenthepartiesinvolvedhavedifferentpreferences Goals Substancegoals-afocusonthees(whatisbeingnegotiated) Relationshipgoals-afocusonpeople’srelationshipsandinterpersonalprocess EffectiveNegotiation-resolvesissuesofsubstancewhilemaintaininggoodrelations CriteriaofEffectiveNegotiation QualityCostHarmony NegotiationOption1 Distributivenegotiation-focusonwin-loseclaimsmadebyeachpartyconcerningthedesirede HardDistribution-petitive,selfish SoftDistribution-onepartywillbasicallybackawayandeptloss,resentment Option2(TheRightWay) IntegrativeNegotiation-awin-winorientationtoreachsolutionseptabletoeachparty mitment,trust,andinformation○Maintainproperattitudes○Knowwhatyouandtheotherpartytrulywant○Askreasonablequestions○RemainEthicalwhilenegotiating
1 EthicsinNegotiation InterestsofOthers“Whoandhowwillmyactionsaffect?
”Openupandbehonestwithwhomyouarenegotiating.Shareyourdilemmaandworktogethertofindaresolution. 4/25/2012 EthicsinNegotiation RelationshipValue Whennegotiatingwithastranger,suchaswhenbuyingacar,itisexpectedthatyoumayusemoreharshtacticstogetwhatyouwant.Whenyouarenegotiatingwithsomeonewhoserelationshipyouvalue,youshouldrespectthattrustandbeclearaboutyourintentionsfromtheget-go.Ifyouignoretheseunspokenrules,youcouldenduplosingalotmorethanthenegotiation. EthicsinNegotiation EthicsGap Anethicalgapisthepointatwhichyouquestionwhatisrightandwrong. Atime-outduringthenegotiationcanbringlighttothesituation. Ifyouarestillunsureaboutwhatroadtotake,consultanassociatethatyoutrustandgettheirthoughtsonthematter. Theactoftakingthroughthedecisionmakingprocessinitselfcanoftenreveltheanswersyouseek. NegotiationMyths #1Youeitherwinorloseinabusinessnegotiation ○Thisisthenumberonemythaboutnegotiations. #2GoodNegotiatorsarebornnotmade #3Tobeagoodnegotiatoryoumustbeveryargumentativeandopinionated #4Nicepeopleenduplast ○Peopleliketodobusinesswithpeopletheylike. PawnStars /watch?
v=EHtaek38Erg LessonsFromPawnStarsHowthepawnshopworksasfaras negotiation. Tipsonnegotiationthatcanbelearnedfromthevideo: HowtousethetipseffectivelyHowtogetthemostoutofnegotiating NegotiationStrategy FocusonInterest,notpositionCommunicationiscrucialUnderstandEmotionsLookformutualgainPlanningiscritical
2 NegotiationInRealLife MedicalDebtNegotiators Union-ContractNegotiators CollectiveBargainingArbitration/Mediation AlternativeDisputeResolution 4/25/2012 ClassActivity ArethereanyQuestions?
WorksCited http://pods.dasnr.okstate.edu/docushare/dsweb/Get/Document-1676/F-198web.pdf/cpajournal/2004/1204/essentials/p44.htm /blog/5-biggest-myths-aboutnegotiation/ /watch?
v=EHtaek38Erg/negotiation-ethics/ExploringManagement2ndedition…Schermerhorn…2010
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